Director of Managed Care Organization Business Development

Who We Are Thrive Homes is a Leawood, Kansas-based technology-enabled general contracting company that specializes in clinically-guided, accessible home modifications for Medicaid recipients. Our mission is reflected in our name -- we provide services that allow our clients to thrive! By integrating technology with a nationwide network of contractors, we deliver customized home modifications that enhance quality of life and promote independent living. We partner with Managed Care Organizations (MCOs) and Medicaid LTSS programs to provide seamless, high-quality modifications that improve safety and accessibility for individuals in need. We are dedicated to transforming the construction and home modification industry by providing fast responses, accurate quotes, high-quality work, and honest pricing. Job Summary We are looking for an experienced Director of Managed Care Organization Business Development to develop and expand our relationships with Medicaid LTSS plans and HCBS programs. In this role, you will lead business development efforts into new markets, drive revenue growth, and establish Thrive Homes as a trusted provider of home modifications within the Medicaid LTSS ecosystem. Key Responsibilities Create and implement a targeted Business Development strategy focused on creating and nurturing relationships with Medicaid Managed Care Organizations (MCOs) Establish and nurture long-term relationships with decision-makers and influencers within Medicaid MCOs to drive collaboration and program expansion Lead the end-to-end MCO contracting process, including RFP responses, negotiations, and execution, ensuring alignment with Thrive Homes’ strategic goals Identify and pursue opportunities to expand Thrive Homes’ presence in new and existing Medicaid LTSS markets Work closely with Government Affairs to streamline MCO contracting in expansion states, ensure high-quality service delivery, and enhance client experience Develop and maintain a deep understanding of Medicaid LTSS programs, value-based care models, and regulatory changes to inform business development and operations strategies Monitor and analyze industry trends, competitor activities, and policy developments to identify new business opportunities and potential risks Collaborate with product and technology teams to advocate for platform enhancements that improve the MCO partner experience and drive scalability Track and report on key business development metrics, providing leadership with data-driven insights and recommendations for growth strategies Requirements Proven experience in healthcare business development, with a track record of successfully engaging MCOs Deep knowledge of Medicaid LTSS policies, managed care structures, value-based contracting, and regulatory frameworks Strong ability to navigate complex sales cycles, including contract negotiations, RFP processes, and stakeholder management Exceptional strategic thinking, problem-solving, and analytical skills to drive growth and expansion initiatives Excellent communication and relationship-building abilities, with experience engaging stakeholders at all levels, including executives and policymakers Self-starter with the ability to work independently, manage multiple priorities, and thrive in a fast-paced, competitive, and evolving environment Willingness to travel as needed for key meetings, industry events, and partnership development opportunities Working Conditions In-office preferred, with flexibility to be hybrid or virtual for the right candidate Collaboration with internal and external stakeholders via virtual platforms and in-person engagements when necessary What We Offer Competitive salary with performance-based incentives A flexible and collaborative work environment The opportunity to make a real impact by improving accessibility and independent living for underserved populations A mission-driven culture focused on high-quality service and innovation in home modification solutions Other Requirements This position may be required to perform physical tasks, such as standing, walking, and lifting up to 50 pounds. This job description is not intended to be all-inclusive. The candidate may be asked to perform other duties as assigned to meet the needs of the organization